Toolbox for the Trades

Getting Out of the Comfort Zone: A Second Gen Owner’s Succession Jan 24, 2023

When his father became very ill, Pete Bradham suddenly had to step in and take the reins of their family business.

For years, they had gotten by on respected word-of-mouth in Charlotte, North Carolina. As General Manager, Pete knew that if their company, Bradham Brothers, was going to continue growing, they had to change or die.

Pete tells us how valuable mentors helped him through the tough transition of taking over leadership as a second-generation tradesman.

Join us as we discuss:

- Why communication is a valuable skill in the trades (3:41)

- The unexpected transition in leadership from father to son (10:50)

- How multiple mentors helped Pete stay the course (20:52)

Check out these resources we mentioned during the podcast:

- Pete Bradham

- Bradham Brothers

- Bradham Brothers onboard with ServiceTitan

You can find this interview and many more by subscribing to Toolbox of the Trades on Apple Podcasts, on Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Toolbox of the Trades in your favorite podcast player.

Ismael Valdez: Nexgen - The Day I Almost Quit the Trades Jan 17, 2023

In 2019, Ismael Valdez, CEO at Nexgen Air Conditioning Heating and Plumbing, was ready to give it all up.

After several years of quietly fighting alone to keep his business afloat, Ismael accepted a colleague’s helping hand. And now, three years later, Ismael is living his best life in the trades.

In this episode, Ismael opens up about his ownership struggles, a personal battle with addiction, and the day he almost quit the trades.

Join us as we discuss:

- What led to the infamous moment when Ismael wanted to give up (2:58)

- Why struggling contractors need to open up and ask for help (12:26)

- Avoiding burnout during the year-long business grind (17:42)

Check out these resources we mentioned during the podcast:

- Ismael Valdez

- Nexgen Air Conditioning Heating and Plumbing

- Wrench Group

You can find this interview and many more by subscribing to Toolbox of the Trades on Apple Podcasts, on Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Toolbox of the Trades in your favorite podcast player.

Budgets, Numbers, and P&Ls: A Business Coach’s Perspective on the Trades Dec 20, 2022

A lot of small business owners in the trades are technical experts in their respective crafts.

But Jason Arthur , Owner of Eighty-Seven Degrees Coaching , says that most of those entrepreneurs neglect the one thing that dictates their long-term growth outlook: their budget. And too many are reluctant to ask for help.

Jason shares how his former employee experiences shaped his coaching philosophy and how small business owners can create a solid budgeting culture.

Join us as we discuss:

(3:44) Why Jason saw a need to start his coaching business
(11:44) Creating an accountable budget reporting culture
(25:44) Integrating employees into the budget creation process
(31:00) Memorable stories from the clients’ perspective

Check out these resources we mentioned during the podcast:

You can find this interview and many more by subscribing to Toolbox of the Trades on Apple Podcasts, on Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Toolbox of the Trades in your favorite podcast player.

Medley HVAC: Building a $50 Million Mom N’ Pop Shop Dec 13, 2022

Texas Medley , CEO of Medley Heating & Air Conditioning , hated the trades as a kid.

But after a multi-year stint in grocery retail, he began his journey to build his dream $50 million mom n’ pop HVAC business.

Texas shares how realigning his priorities and laying a strong foundation of family culture set his company up for future growth.

Join us as we discuss:

(5:50) Negative stigma attached to the trades
(20:38) Shifting mindset to escape the “rat race” mentality
(33:30) The importance of strong culture and positive reinforcement

Check out these resources we mentioned during the podcast:

You can find this interview and many more by subscribing to Toolbox of the Trades on Apple Podcasts, on Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Toolbox of the Trades in your favorite podcast player.

Sky - Travis Smith: The Private Equity Safety Net Dec 06, 2022

Travis Smith was practically born into the trades. He started working for his father full-time out of high school before taking over the family business - Sky Heating, AC, Plumbing, and Electrical - in 2015.

A few years later, he partnered with a private equity firm to help bolster his company with extra resources and training. Today, he believes they were a perfect fit for each other.

In this episode, Travis shares his thoughts on private equity and why he believes selling his business is one of the best decisions he ever made.

Join us as we discuss:

(5:44) Travis’ early ownership struggles and change-ups
(23:33) The decision to partner with a private equity group
(41:34) Advice for owners considering private equity

Check out these resources we mentioned during the podcast:

P1

You can find this interview and many more by subscribing to Toolbox of the Trades on Apple Podcasts, on Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Toolbox of the Trades in your favorite podcast player.

Goettl - Dale Steele: You Can’t Script Authenticity Nov 29, 2022

As one of the largest HVAC service providers in the Southwest, the folks at Goettl Air Conditioning & Plumbing have a clear vision for growth. And it starts with a solid foundation built by strong leadership and a willingness to change.

Their VP of Sales, Dale Steele , told us how authenticity and a positive mindset have elevated their techs and sales team and set Goettl on the path to success.

Join us as we discuss:

(25:13) The importance of authentic human connections
(34:17) Training technicians in impromptu sales
(44:17) Maintaining team alignment and a positive mindset

Check out these resources we mentioned during the podcast:

You can find this interview and many more by subscribing to Toolbox of the Trades on Apple Podcasts, on Spotify, or here.

Champion Plumbing - Leslie Harpole: Sharing a Vision With Your Spouse Nov 22, 2022

Running a small business as a working mom is tough. Doing it alongside your spouse adds a whole other set of challenges.

But a shared vision, defined roles, and consistent communication can help ensure a happy partnership - in the marriage and at work.

Leslie Harpole , Owner of Champion Plumbing , talks with us about being a mom in the trades and how she and her husband, Brent, support each other as co-owners.

Join us as we discuss:

(1:59) Getting into the trades as a working mom
(14:56) Challenges of partnering with a spouse in business
(27:41) The LadyTitans and women in the trades today

Check out these resources we mentioned during the podcast:

You can find this interview and many more by subscribing to Toolbox of the Trades on Apple Podcasts, on Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Toolbox of the Trades in your favorite podcast player.

Jackson Services - Dale Jackson: Pioneering Cost-Saving Sustainability Nov 15, 2022

Sustainability is a cornerstone of running a business.

Lowering your carbon footprint is cheaper than you might think. Not only does a sustainable business model promote goodwill in your community, but it is also profitable and efficient.

Dale Jackson , Owner of Jackson Services , tells us how his commercial HVAC business has generated positive buzz by embracing sustainable money-saving technology.

Join us as we discuss:

- (10:57) Benefits of a sustainable operating model

- (19:32) The technology niche in new construction

- (30:30) Why commercial HVAC is critical in the trades

Check out these resources we mentioned during the podcast:

- Dale Jackson

- Jackson Services

You can find this interview and many more by subscribing to Toolbox of the Trades on Apple Podcasts, on Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Toolbox of the Trades in your favorite podcast player.

The High Cost of Turnover: Retaining a Better Workforce Nov 08, 2022

Employment expectations are not a one-way street in any industry.

Managers must understand their employees’ needs, be it work-life balance or commute time. As trade businesses struggle to find and retain technicians, they must be willing to meet recruits where they are.

Phillip Mize , CFO of Happy Hiller Plumbing, HVAC, & Electrical Services , told us how their training school, Total Tech , has helped them build a better - and motivated - workforce.

Join us as we discuss:

- (8:00) How Total Tech has helped Hiller with its rapid growth

- (11:59) Walmart’s recruiting push for technicians

- (21:56) Hiller’s connection to the US Army and preparing America’s Heroes for life after enlistment

- (24:50) The high costs of employee turnover

Check out these resources we mentioned during the podcast:

You can find this interview and many more by subscribing to Toolbox of the Trades on Apple Podcasts, on Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Toolbox of the Trades in your favorite podcast player.

Toolbox On Call: Training, Risk, and the Scarcity Mindset Nov 01, 2022

We want your feedback! Share your thoughts on today’s episode by taking this 10-second survey .

In this episode, we’re taking to the phones and answering questions from you - our dear listeners!

Tom Howard, VP of Customer Experience at ServiceTitan, and Eddie McFarlane, President of Haller Enterprises, join us for a roundtable discussion on training, inventory management, and business growth.

Tom and Eddie share valuable insight on multiple challenges, from attracting new talent to confronting the scarcity mindset.

Join us as we discuss:

- (1:40) Recruiting young service techs and implementing training centers

- (22:55) Rising material costs and warehouse inventory control

- (47:32) Planning for sustainable business growth

Check out these resources we mentioned during the podcast:

- Haller Enterprises

- Predictably Irrational by Dan Ariely

- Building a Story Brand by Donald Miller

- On Marketing

- Red Notice

- Emotionally Agility

- Bias Interrupted

You can find this interview and many more by subscribing to Toolbox of the Trades on Apple Podcasts, on Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Toolbox of the Trades in your favorite podcast player.

We want your feedback! Share your thoughts on today’s episode by taking this 10-second survey .

Temporarily Broken: Leaning on Your Peers in the Trades Oct 25, 2022

John Akhoian, CEO of Rooter Hero Plumbing, jumped into the trades as a teenager after his father passed away.

But what started as a means of supporting his family has evolved into a multimillion-dollar plumbing and HVAC business atop the California market.

John returns to the show to update us on his company’s progress post-COVID and talk about his new book, Temporarily Broken: The John Akhoian Story.

Join us as we discuss:

- (6:09) The strengths of a shared service business model

- (16:35) How peer groups contribute to personal development

- (28:28) Working with the team on the frontlines during COVID

- (30:42) Why John decided to write his latest book

Check out these resources we mentioned during the podcast:

- Rooter Hero Plumbing

- Temporarily Broken: The John Akhoian Story

- Hero Talk

You can find this interview and many more by subscribing to Toolbox of the Trades on Apple Podcasts, on Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Toolbox of the Trades in your favorite podcast player.

Episode 100: Celebrating 100 Episodes with Goettl's Ken Goodrich Aug 30, 2022

A lot of things in life come full circle, and today as we celebrate Toolbox for the Trades’ 100th episode, we’re bringing back one of our most impactful and well known guests.

Ken Goodrich, CEO of Goettl Air Conditioning & Plumbing, was our first guest way back in April of 2020 and today he makes a triumphant return for the show’s 100th episode.

100 episodes is a lot of ground to cover, but there’s no shortage of insight from Ken to help you build your business. Ken’s wisdom was so profound, my show’s producer was scribbling away notes on how to run his business better.

Join us as we discuss:

- How Ken pushed the envelope and built a $250M dollar company (11:13)

- Recruitment pitches that work for today’s labor market (23:13)

- Private equity and how it can help grow your business (37:04)

- Ken’s advice on how to deal with investors at scale (52:58)

Check out these resources we mentioned during the podcast:

- Ken Goodrich

- Goettl Air Conditioning & Plumbing

- The E-Myth HVAC Contractor

You can find this interview and many more by subscribing to Toolbox of the Trades on Apple Podcasts, on Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Toolbox of the Trades in your favorite podcast player.

Episode 99: Building a Recession Resistant Business Aug 23, 2022

With a global recession looming, businesses and their customers are tightening their belt buckles. Heaters and toilets will always need fixing, but what does a shrinking economy mean for the bottom line in the trades?

Collin Hathaway, Owner of Guardian Roofing and Founder and CEO of Flint Group, joins us to recount his experience with investing in the trades during the 2008 recession. He believes that, even in a slower market, opportunities exist to improve on your business.

Of course, with economic uncertainty often comes financial stress; Collin shares his stance on self-care in an industry that often stigmatizes mental health.

Join us as we discuss:

- How Collin managed to keep his first business afloat in a recession (7:11)

- What opportunities trade companies can seize in a down market (13:47)

- Steps for securing a business ahead of a looming recession (20:45)

- Collin’s take on stress and mental health in the workplace (30:45)

Check out these resources we mentioned during the podcast:

- Collin Hathaway

- Flint Group

- Guardian Roofing & Gutters

You can find this interview and many more by subscribing to Toolbox of the Trades on Apple Podcasts, on Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Toolbox of the Trades in your favorite podcast player.

Episode 98: The Five Steps to Tech Staffing & Success Aug 16, 2022

With a dire need for technicians, trade businesses nationwide are scrambling to find help. Many companies are willing to teach raw recruits from scratch, but what does a culture of quality training look like?

Al Levi, CEO of The 7-Power Contractor, has been consulting with small businesses on training and growth since the 80s. In 2017, he collaborated with Jason Kim, Owner and Service Manager of Zoom Drain - Long Island, and Ray the Plumber.

Al and Jason share their experience with us and give the inside scoop on how you can incorporate a winning training program for techs.

Join us as we discuss:

- How the collaboration between Al and Jason’s people came about (4:38)

- Al’s unique approach to staffing in the trades (13:14)

- The culture adjustment that comes with implementing new training (23:25)

- What results they’ve seen from their training program (34:00)

Check out these resources we mentioned during the podcast:

- Ray the Plumber

You can find this interview and many more by subscribing to Toolbox of the Trades on Apple Podcasts, on Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Toolbox of the Trades in your favorite podcast player.

Episode 97: A Leap of Faith: From Finance Pro to Plumbing CEO Aug 09, 2022

We’ve heard many stories of men and women in the trades who take a leap of faith to start their own businesses. Typically, those people are hardened veterans of their respective craft.

So, you might say that Rick Vazza, the owner of John Padilla Plumbing Inc. in San Diego, is something of an anomaly.

With zero experience in the trades, Rick bought his plumbing company in 2021. But with his extensive financial planning background, he helped take his team of plumbers to the next level.

Join us as we discuss:

- What prompted Rick to walk away from the world of finance (3:44)

- Rick’s decision to purchase his plumbing business (10:21)

- How his team handled the transition of ownership (21:55)

- Why keeping accounting in-house is important for small businesses (37:18)

Check out these resources we mentioned during the podcast:

- Rick Vazza

- John Padilla Plumbing Inc.

You can find this interview and many more by subscribing to Toolbox of the Trades on Apple Podcasts, on Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Toolbox of the Trades in your favorite podcast player.

Episode 96: Going Viral: TikTok for the Trades Aug 02, 2022

Everyone is searching for the secret sauce for hit social media content.

For Armando Ramos, owner of Plomero en Phoenix, one catchy jingle was just the right ingredient for his business.

Jingle Stuck in your head? Spotify has you covered

In this episode, Armando shares how business at his dream plumbing company exploded after a 60-second TikTok went viral with over 50 million views.

He also elaborates on how his social media presence has influenced recruiting and his reputation among other local trades.

Join us as we discuss:

- (6:14) Armando’s leap into starting his plumbing business

- (13:20) Plomero en Phoenix being embraced by the Hispanic community

- (15:21) The company’s jingle that went viral on TikTok

- (21:25) How their TikTok account has translated into business success

Check out these resources we mentioned during the podcast:

- TikTok Armando Ramos

- Plomero en Phoenix

- Jingle stuck in your head? Spotify has you covered

You can find this interview and many more by subscribing to Toolbox of the Trades on Apple Podcasts, on Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Toolbox of the Trades in your favorite podcast player.

Episode 95: The Four Daily Habits of ServiceTitan Champions Jul 26, 2022

Most men and women in the trades prefer taking care of business in the field over burying their heads in a computer.

My guest, Mike Marcil, Software Coach at Nexstar Network, is on a mission to help businesses maximize their software proficiencies so they can focus on what’s important - servicing their customers.

As a veteran of the ServiceTitan OS since 2014, he knows a thing or two about getting the most out of your software’s potential.

Join us as we discuss:

- Mike’s journey from HVAC sales to trainer

- His observations from Nexstar’s partnership with ServiceTitan

- Why change in the industry is a good thing

- Daily habits that augment your potential with ServiceTitan’s OS

Check out these resources we mentioned during the podcast:

- Mike Marcil

- Nexstar Network

Help ServiceTitan support St. Jude Children's Hospital when you submit a referral: https://refer.servicetitan.com/

You can find this interview and many more by subscribing to Toolbox of the Trades on Apple Podcasts, on Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Toolbox of the Trades in your favorite podcast player.

Episode 94: Rallying the Troops - Raising the Standard in Plumbing Jul 19, 2022

Some of the leading pioneers in the trades are people who want to be part of the solution to a problem that needs fixing.

That’s why my guest, Lina Kurucz, Managing Partner at Plumbing Troopers, Inc., dove head-first into the plumbing business in 2015. She used her marketing background to kickstart a Florida plumbing firm that puts customer needs first.

By leaning on her employees’ expertise, she’s helped set a new standard for trades in her area.

Join us as we discuss:

- Why Lina saw a need for starting a plumbing enterprise

- The growing pains of a new business

- Supporting employees, including mental health awareness

- Investing in new technology that fulfills custom needs

Check out these resources we mentioned during the podcast:

- Lina Kurucz

- Plumbing Troopers, Inc

Help ServiceTitan support St. Jude Children's Hospital when you submit a referral: https://refer.servicetitan.com/

You can find this interview and many more by subscribing to Toolbox of the Trades on Apple Podcasts, on Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Toolbox of the Trades in your favorite podcast player.

Episode 93: Service Before Sales - Teaching Techs to Problem Solve Jul 12, 2022

How often are service techs confronted with customer leads that they don’t know how to handle?

Kelcey Summers, President at Service Business Evolution (SBE), and Will Smith, VP of Coaching & Training at SBE, contend that the issue isn’t lack of know-how but the absence of training.

By coaching technicians to work with customers to solve problems rather than push sales, Kelcey and Will believe that businesses will see positive returns on their bottom lines.

Join us as we discuss:

- Why the founder of SBE felt a need to aid technicians through coaching

- How positive reinforcement management can empower technicians

- The culture and ethics behind bridging the customer service gap

- The dichotomy of problem-solving versus product sales

Check out these resources we mentioned during the podcast:

- Kelcey Summers

- Will Smith

Help ServiceTitan support St. Jude Children's Hospital when you submit a referral: https://refer.servicetitan.com/

You can find this interview and many more by subscribing to Toolbox of the Trades on Apple Podcasts, on Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Toolbox of the Trades in your favorite podcast player.

Episode 92: An Electric Life - From Handy Journeyman to TedX Speaker Jul 05, 2022

For decades, the American trades have had a regrettable stigma of dirty jobs meant for the uneducated.

My guest, Joshua Page, President of JP Electric and Son, Inc. in Fitchburg, Massachusetts, is on a mission to break down that barrier. Joshua wants to educate our youth and open their eyes to the real potential that awaits them in the trades.

Join us as we discuss:

- Joshua’s journey through the trades into electrical contracting

- How he became a speaking advocate for the trades

- Why the generational gap needs to be addressed

- Using childrens’ books to educate future generations

Check out these resources we mentioned during the podcast:

- Joshua Page TedX Talk

- www.HusbandFatherEntrepreneur.com

- www.JoshuaPage.pro

Help ServiceTitan support St. Jude Children's Hospital when you submit a referral: https://refer.servicetitan.com/

Josh's book, "What Does Your Daddy Do?" - available later this year.

You can find this interview and many more by subscribing to Toolbox of the Trades on Apple Podcasts, on Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Toolbox of the Trades in your favorite podcast player.

Episode 91: Finding a Mentor in the Trades May 17, 2022

It’s a hard combination to both take advice and learn from experience, but that’s what these father and daughter owners have really taken to heart.

Hear our conversation with Chloe Davis and Ben Davis at Express Plumbing Heating & Air:

Mentorship and deciding to work with your dad
Why personal growth and people management are intertwined
Best practices for designing process for people and systems

More information about Chloe and Ben and today’s topics:

To hear more tales from the trades, follow Toolbox for the Trades on Apple Podcasts, Spotify, our website, or anywhere you get podcasts.

Episode 90: The Golden Carrot & Working w/ Your Sisters May 10, 2022

What’s it like to manage a family of companies with your sisters? Tune in for their amazing story of company growth from one to 217 employees and their plans to double again this decade.

Hear our conversation with sisters Jessica (Howe) Groat, CFO; Jaime Howe, Plumbing Operations Manager; and Haley Howe, GM, Restoration and Flood — all at the Bill Howe Family of Companies:

How the company began and why they joined the company
Their unique specialities and career path within Bill Howe
Advice for contractors
Developing an aggressive growth plan

More information about Jessica, Jaime, Haley, and today’s topics:

LinkedIn Profile: Jessica Groat
LinkedIn Profile: Jaime Howe
LinkedIn Profile: Haley Howe
Company Website: https://www.billhowe.com/

To hear more tales from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, our website, or anywhere you get podcasts.

Episode 89: Superhero Technicians: Supplying the Best Tools for the Job May 03, 2022

If you want superhero technicians, you have to provide them with superhero tools like taking a picture of a data plate and immediately knowing the history of that unit.

Emerging technologies have enabled efficiencies and safety measures that technicians have never known before. But the best part: The tech eliminates the physical toll.

Hear our conversation with Aaron Salow, CEO of XOi Technologies:

Learning curves in business & an understanding of XOi Technologies
Working w/ technicians to make their job more efficient
Building tech & customer relationships
What’s next for Aaron & advice to the listeners

More information about Aaron and today’s topics:

LinkedIn Profile: https://www.linkedin.com/in/c-aaron-salow-58420a8/

Company Website: https://xoi.io/

To hear more tales from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, our website, or anywhere you get podcasts.

Episode 88: Demystifying Data for Contractors Apr 26, 2022

Think about data as levers you can pull to optimize outcomes for your company. Put that way, it doesn’t sound quite so overwhelming to get started in data.

Hear our conversation with Tyson Freeman, Head of Contractor Advisory Services at ServiceTitan:

Why contractors should care about data
Company-wide data goals need employee buy-in
How to get started in data reporting

More information about Tyson and today’s topics:

LinkedIn Profile: https://www.linkedin.com/in/tyson-freeman-30511084/
Company Website: https://www.servicetitan.com/

To hear more tales from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, our website, or anywhere you get podcasts.

Episode 87: Weak Brand? Time to Visit a Brand Therapist Apr 19, 2022

Want to build an undeniable brand that speaks to the consumer? Well, have a seat on the couch because the brand therapist is in.

Hear our conversation with Dan Antonelli, President and Chief Creative Officer at KickCharge Creative:

Why disruption matters in branding
How a weak brand slows your business down
How to build the foundation for a premium brand

More information about Dan and today’s topics:

LinkedIn Profile: https://www.linkedin.com/in/danantonelli/
Company Website: https://www.kickcharge.com/
Branded, Not Blanded: https://www.kickcharge.com/tips-tools/our-books-2/
Purple Cow: https://geni.us/radixpurple

To hear more tales from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, our website, or anywhere you get podcasts.

Episode 86: Lending a Friendly Hand Through Mentorship Apr 13, 2022

David Noseworthy, Vice President of Corporate Development at Friendly Home Services Group, has worked on both Bay Street and Wall Street but now his focus has turned back to the trades with a very specific goal in mind: unlocking latent potential in employees.

Why, you ask?

Because David and the Friendly Group believe by unlocking the latent potential of each employee, you unlock the potential of the entire company.

Or as David puts it, you’re “doing well by doing good.”

Join us as we discuss:

The importance of unlocking latent potential in employees
How mentorship can be mutually beneficial
Qualities service shops should have if they aspire to be acquired by a private equity group
Advice for companies looking to scale and grow their companies on their own
The future of private equity

More information about David and today’s topics:

LinkedIn Profile: https://www.linkedin.com/in/drnoseworthy/
Company Website: https://friendlygroup.com/

To hear more tales from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, our website, or anywhere you get podcasts.

Listening on a desktop & can’t see the links? Just search for Toolbox for the Trades in your favorite podcast player.

Episode 85: Tech Detective: Expert Tips from a Contracting Pro Apr 05, 2022

In this episode, I interview Sean McGuire, Director of Innovative Technologies at Mechanical Contractors Association of America (MCAA) about what it’s like to work beside contractors working with advancements in technology.

A true tech detective for the trades, Sean encourages listeners to plan for the future, consider augmented reality, and much more.

Join us as we discuss:

Top technology tips for contractors

Predictions for future trends

The importance of continuous education

Overcoming reluctance to change

Data-driven predictive learning

Check out these resources we mentioned:

MCAA Annual Convention

MEP Conference

Award of Lego Thanos Hand with Ctrl + Alt + Del

Trimble XR10

To hear more tales from the trades, subscribe to Toolbox for the Trades onApple Podcasts,Spotify, our website, or anywhere you get podcasts.

Episode 84: Expert Tips from a Marketing Pro Mar 29, 2022

Today’s guest joined ServiceTitan after running marketing for one of the biggest brands in the trades. If you want to learn how to take your marketing to the next level (and why it’s so important to do your math), you won’t want to miss this episode.

In this episode, I interview ServiceTitan’s own Sarah Ghirardo, Sr. Marketing Operations Manager, about her best wisdom for marketing in the trades.

Join us as we discuss:

Changing consumers’ thoughts and behavior with branding
Seasonal campaign tips and insights
Marketing communities, mentorship, and agency relationships
Making math a part of your marketing arsenal

Check out these resources we mentioned:

Purple Cow by Seth Godin
Lady Titans Community
Service Champions My Story Playlist on YouTube
Ep. 82 w/ Cassie Pound

To hear more tales from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, our website, or anywhere you get podcasts.

Episode 83: 9 Pillars to Become a CEO Warrior Mar 22, 2022

Business leaders make all kinds of mistakes, but here’s a huge one:

You look at your top line and think that makes you successful.

In this episode, I speak with Mike Disney, CEO at CEO Warrior, and Mary Anglen, Senior Advisor at CEO Warrior, about the nine pillars needed to build a true foundation for success — and other common errors of leaders in the trades.

Join us as we discuss:

Why you need to hear the hurtful truth
Building a foundation of predictable success
Major mistakes regarding employees and promotion
Mike’s and Mary’s favorite pillar: clarity

Check out these resources we mentioned:

To hear more tales from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, our website, or anywhere you get podcasts.

Episode 82: Creating a 5-Star Employee Experience Mar 15, 2022

When you’re focused on creating five-star experiences for customers, you have to create five-star experiences for employees, too.

Serving people as a core value extends to customers and employees both.

Cassie Pound, Co Owner and Vice President at Quality Heating, Cooling & Plumbing, grew her HVAC company from 10 to nearly 50 employees by focusing equally on customer experience and employee experience.

Join us as we discuss:

- What it means to be family owned vs. locally owned

- Creating a competitive employee experience

- Working with your partner — and your children

- Changing the narrative about trades to recruit women and young people

To hear more stories from the trades, subscribe to Toolbox for the Trades onApple Podcasts,Spotify, our website, or anywhere you get podcasts.

Episode 81: Water Treatment Industry Trends & Outlook in 2022 Mar 08, 2022

The mindset and outlook has changed in the water treatment industry in the past couple of years. It’s more future-minded and community-oriented than it has ever been before.

In this episode, I speak with Water Quality Association’s Kathleen Burbidge, External Affairs Associate Director, and Eric Yeggy, Technical Affairs Director, about harnessing the opportunity to have a voice together and bolstering the industry with community relationships.

Join us as we discuss:

A renewed mindset for water treatment professionals
The successes of WQA’s LEAD mentoring program
Science-based education and communication about water quality
Recent community growth in the water treatment industry

Check out these resources we mentioned:

To hear more tales from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, our website, or anywhere you get podcasts.

Episode 80: Hire Smarter w/ These Recruiting Tips Mar 01, 2022

When you create an ad for your services, do you lead by asking potential clients where they went to college, whether they can juggle or how much they owe the IRS?

That would be insane, right?

Well, in today’s hiring market, leading with a litany of requirements is just as crazy.

That’s one of the many insights Jody Underhill, Senior Partner at Rapid Hire, brings in today’s episode that will help you beat the labor shortage and the strong employee market in the current recruiting landscape.

Join us as we discuss:

- Why you should ask not what your employees do, but what you can do for them

- How to get the most out of social media recruiting

- How to entice too talent with a career and not just a job

Get your free strategy session for a special plan to improve your recruiting here.

You will leave the call with strategies you can implement right away and learn more about the Rapid Hire system.

If you want to hear more stories from the trades, subscribe to Toolbox for the Trades onApple Podcasts,Spotify, orhere.

Listening on a desktop & can’t see the links? Just search for Toolbox for the Trades in your favorite podcast player.

Episode 79: “We’ve Got to Grow Quick”: When Growth Is Necessary for Survival Feb 22, 2022

When you learn that your child will have many medical needs before he is born, you have to grow your business fast.

Marriages with a special needs child are 70% likely to fail, and marriages with a co-owned business are 50% likely to fail.

But today’s guests, Richard and Felicia Flourny, Owners at A-Total Plumbing, have not only survived but thrived, growing their solo business to 32 employees and recently undertaking a complete business model shift.

Join us as we discuss:

- The origin story of A-Total Plumbing

- Role distribution between Richard and Felicia

- Switching from home warranty to a retail business model

- Why the Flournys are hiring a Dream Manager

- Customer service insights to 4.8 stars across over 1K Google reviews

Check out these resources:

- Mentor Chris Hunter

- The Dream Manager by Matthew Kelly

Ep. 76 w/ Jessie Cannizzaro

To hear more stories from the trades, subscribe to Toolbox for the Trades onApple Podcasts,Spotify, our website, or anywhere you get podcasts.

Episode 78: Focus on What’s Important, Automate Everything Else Feb 15, 2022

If you’re focused on what’s important, you don’t get tied up in messy distractions day in and day out. Getting the data, the training, and the decisions to your people — and then trusting them to do their work — is key.

In this episode, I speak with Tom Howard, VP Customer Experience at ServiceTitan, about focusing on what matters in customer experience.

Join us as we discuss:

- Why Tom left finance to go back to the trades

- Growing Lee’s Air from $2 to $9.4 million, then to $33 million

- How to scale customer service

- The role of data and data tracking in empowering employee decisions

Check out these resources we mentioned during the podcast:

- The Four-Hour Workweek by Tim Ferriss

- The Toyota Way by Jeffrey K. Liker

- Extreme Ownership by Jocko Willink and Leif Babin

To hear more stories from the trades, subscribe to Toolbox for the Trades onApple Podcasts,Spotify, our website, or anywhere you get podcasts.

Episode 77: If It’s a Female Septic Inspector, It’s Van Delden Feb 08, 2022

Certification isn’t required, but you decide to get it anyway. Licensing, together with field experience, gives you the ability to educate your customers about aerobic septic systems online — making you the county’s premier installer.

In this episode, I speak with Courtney Van Delden, VP and Septic System Specialist at Van Delden Wastewater Systems, about how her online thought leadership has grown her four-generation family business when the county started requiring aerobic.

Join us as we discuss:

- Flipping a coin with her brother to determine their titles

- Inheriting a 25-year legacy of septic inspection from her mother

- Becoming industry thought leaders with an educational blog

- Shifting from gravity-fed systems to aerobic systems

- Succession planning for the next iteration of Van Delden

To hear more stories from the trades, subscribe to Toolbox for the Trades onApple Podcasts,Spotify, our website, or anywhere you get podcasts.

Episode 76: From a One-Woman-Show to a Team of 15 Feb 01, 2022

Entrepreneurship is a natural next step for a lifelong learner who enjoys management and working with people.

It stems from the realization that you just can’t carry the cast iron bathtub up the stairs by yourself and flourishes into a successful pre-apprenticeship program and tight-knit team of employees.

In this episode, I interview Jessie Cannizzaro, Master Plumber and Founder at Milestone Plumbing, Inc., about the past ten years of her relentless, steady company growth.

Join us as we discuss:

- How Jessie’s family came to support plumbing as her career choice

- Achieving master plumber and founding a company before age 30

- A quality emphasis for creating lifelong customers

- Busting the myth of “doing it all” as a female entrepreneur

- The most proud and heartfelt team roster you’ve ever heard

To hear more stories from the trades, subscribe to Toolbox for the Trades onApple Podcasts,Spotify, our website, or anywhere you get podcasts.

Episode 75: How to Gain $600 More Per Average Service Ticket Jan 25, 2022

You and your brother sit down to decide once and for all: Yes, we’re going to outright buy the company from Dad.

A year later, you’ve rebranded, switched to 100% residential, and added two divisions.

How?

In this episode, I interview Jeremy Lewis, President at Gleason Heating, Plumbing, Air and Electric, about how he transformed his family business within the past 12 months.

Join us as we discuss:

- What Jeremy’s buyout was like

- The first steps of onboarding with ServiceTitan and NexStar

- Job costing by the numbers

- Employee retention and growth during massive change

Check out these resources we mentioned during the podcast:

To hear more stories from the trades, subscribe to Toolbox for the Trades onApple Podcasts,Spotify, orhere.

Listening on a desktop & can’t see the links? Just search for Toolbox for the Trades in your favorite podcast player.

Episode 74: Season 4 Toolbox Guests Share Trade Insights Dec 28, 2021

If you’re a long-time listener, you know the drill. Today, I’m going to recap some of the best tips, tricks, and tactics shared by this season’s guests.

I’m Jackie Aubel, Senior Content Marketing Manager at ServiceTitan and host of Toolbox for the Trades. Join me for a recap of all the amazing guests we’ve heard from this season.

Listen to our guests speak about:

- How to have a successful business partnership with a spouse or friend

- How to find the right business mentor

- Leading your team

- Delivering exceptional customer service

- Women in the trades

To hear more stories from the trades, subscribe to Toolbox for the Trades onApple Podcasts,Spotify, orhere.

Listening on a desktop & can’t see the links? Just search for Toolbox for the Trades in your favorite podcast player.

Episode 73: Incentivize, Incentivize, Incentivize: Investing in Committed People Dec 21, 2021

Apprentices are rewarded for education and initiative. Teams are rewarded for doing things the right way. Managers are rewarded when customers are satisfied… and not in quarterly bonuses, either.

Tune in to an astounding companywide incentivization program based on processes and growth.

In this episode, I speak with Mario Martinez, COO at Scott's One Hour Air Conditioning & Heating and Benjamin Franklin Plumbing, about how he rewards employees.

Mario and I discuss:

- Mario’s career trajectory from tech to COO

- To franchise or not to franchise

- Incentivizing managers based on every single job

- Mario’s wildly successful apprenticeship program

- Growth and leadership lessons from someone who is always reaching for the next success

Check out these resources we mentioned during the podcast:

- Leaders Eat Last by Simon Sinek

- Never Split the Difference by Chris Voss

To hear more stories from the trades, subscribe to Toolbox for the Trades onApple Podcasts,Spotify, orhere.

Listening on a desktop & can’t see the links? Just search for Toolbox for the Trades in your favorite podcast player.

Episode 72: From High Performing Technician to Small-Market Entrepreneur Dec 14, 2021

Today’s guest dropped out of high school because he said he couldn’t pass anything. But he earned his master plumbing license on his first try. HVAC license, too.

About a decade ago, he was making $20/hour and broke. Today he’s just added an HVAC team to his $3.3 million dollar business.

In this episode, I chat with Russell Furr, President at Culpeper Home Services, about the struggles and realities of entrepreneurship. (Let me tell you, Russell does not hold back!)

Listen in as we discuss:

- Russell’s journey from high school dropout to president of his own company

- Entrepreneurship hurdles and how to keep charging forward

- The recent addition of HVAC services

- Why customer experience matters more than ever

- The explosive growth plan for next year

Check out these resources we mentioned:

- Beyond Plumbing Webinar

- The 48 Laws of Power by Robert Greene

If you want to hear more stories from the trades, subscribe to Toolbox for the Trades onApple Podcasts,Spotify, orhere.

Listening on a desktop & can’t see the links? Just search for Toolbox for the Trades in your favorite podcast player.

Episode 71: Coming into Your Own in a Family Business Dec 07, 2021

It’s no small thing to take over as third-generation president of your 100-year-old family business. Especially when you think you can do everything yourself… at first.

Today’s guest candidly shares the leadership lessons he acquired the hard way in a family business that’s existed since February 1922.

In this episode, I interview Rob Birnie, Owner and President at Thos R Birnie & Sons Ltd, about what it was like to come into his own in a family business and how he learned to prioritize people as a leader.

Join us as we discuss:

- Getting an on-the-job “MBA” by wearing all the hats

- Fulfilling the legacy of putting people first

- Business coaches, personality assessments, and leadership development

Check out these resources we mentioned during the podcast:

- ColorCode Personality Science

- People Matter More Than Money | Simon Sinek

- Episode 44 with Keith Mercurio

- Kerwin Rae on YouTube

If you want to hear more stories from the trades, subscribe to Toolbox for the Trades onApple Podcasts,Spotify, orhere.

Listening on a desktop & can’t see the links? Just search for Toolbox for the Trades in your favorite podcast player.

Episode 70: The 6 Ps to Please the Prospect Nov 30, 2021

You should place these 6 Ps prominently on your home service website: product, place, price, promotion, people, and personality.

Yeah, we said price.

In this episode, I chat with Chris Yano, CEO at RYNO Strategic Solutions, about what he’s learned from his depth of 14 years’ experience marketing for home service businesses.

Here are some topics we highlight in the conversation:

- How Chris finally got the attention of Gary Vee

- Two common themes from coaching and marketing in the trades

- The 6 Ps of a website that will please prospects

- Why price belongs on your website

- Reasons Chris is grateful he started a podcast

Check out these resources we mentioned:

- Chris’s podcast is To the Point

- Traction by Gino Wickman

- The New One Minute Manager by Ken Blanchard and Spencer Johnson

If you want to hear more stories from the trades, subscribe to Toolbox for the Trades onApple Podcasts,Spotify, orhere.

Listening on a desktop & can’t see the links? Just search for Toolbox for the Trades in your favorite podcast player.

Episode 69: How to Market to Spanish Speakers in the U.S. Market Nov 23, 2021

One way to reach the Spanish speaking population of the U.S. market is to make your ads in Spanish, not in English with Hablamos Español pasted on.

In this episode, I chat with Mario Campirano, Owner at Express Electrical Service, about his pride and passion for marketing to Spanish speakers and uplifting his local community.

Here are some topics we highlight in the conversation:

- Mario’s journey from digging trenches to 32 trucks in the field

- The family feel of his company culture

- His calling to help others pursue their dreams

- Strategies for marketing to Spanish speakers in the U.S.

- Recruiting and training electricians

Check out these resources we mentioned:

- Pew Research Center

- Zippa.com

- Los Titans presents Spanish in the Trades

If you want to hear more stories from the trades, subscribe to Toolbox for the Trades onApple Podcasts,Spotify, orhere.

Listening on a desktop & can’t see the links? Just search for Toolbox for the Trades in your favorite podcast player.

Episode 68: How to Build a $50M Service Company w/ Your Spouse Nov 16, 2021

Working with your spouse can be absolutely ego destroying at best. At worst, it can ruin your business and your relationship.

Ready to learn from a couple who succeeded?

In this episode, I chat with Sarah Casebier and Brad Casebier, Owner and President, respectively, at Radiant Plumbing & Air Conditioning, a company they built from scratch that now brings in $50M in revenue.

Here are some topics we highlight in the conversation:

- Sarah’s shift from an ER labor and delivery nurse to GM of Radiant

- Brad’s fear that he wouldn’t have a role in a service company

- Concurrent business coaching and life coaching

- Candid struggles in co-leading a business

- Incorporating private equity into the business partnership

Check out these additional resources:

- The Survival Guide to Working with Your Spouse by Brad Casebier

- Making Sense of Men by Alison Armstrong

- Loving What Is by Byron Katie

- Plumbing and Mechanical

- The Mike Dillard Show

- Ellen Rohr: Your Job is Hard, Keep Your Financials Simple

If you want to hear more stories from the trades, subscribe to Toolbox for the Trades onApple Podcasts,Spotify, orhere.

Listening on a desktop & can’t see the links? Just search for Toolbox for the Trades in your favorite podcast player.

Episode 67: The Top 4 Challenges for Female Service Entrepreneurs Nov 09, 2021

Women bring something unique to the trades industry, to their customers, and to their employees. The female contractors who stand out most are the ones who are hungry to improve.

In this episode, I chat with Desiree Grosman, Business Coach at Female Home Service Pros, about the 4 top challenges facing female owners in the trades.

Here are some topics we highlight in the conversation:

- The difficulty of money management

- Gaining the respect of your employees

- The dynamics of husband-wife partnerships

- Why a rebrand can be super effective

- Hire year-round by keeping a database of potential employees

Check out these resources we mentioned:

- Dan Antonelli: 10 Takeaways on Rebranding for Breakout Success

- The E-Myth by Michael E. Gerber

- Profit First by Mike Michalowicz

- The Go-Giver by Bob Burg

- The Contractor's Guide To Saving 30+ Hours Per Week

If you want to hear more stories from the trades, subscribe to Toolbox for the Trades onApple Podcasts,Spotify, orhere.

Listening on a desktop & can’t see the links? Just search for Toolbox for the Trades in your favorite podcast player.

Episode 66: Why Safety Sells Nov 02, 2021

People become seriously sick, injured, or die because of conditions in buildings maintained by people doing work they shouldn't be doing. You may think it’s rare, but it isn’t.

Look, experience doesn’t necessarily mean skill. Skilled work requires education, proper training, and ongoing learning and development. A culture of learning is created by leaders who learn.

In this episode, I chat with Willby Evans, Safety and Training Manager at Albuquerque Plumbing, Heating & Cooling, Inc., about how a focus on safety has increased learning and profits and saved lives.

Here are some topics we highlight in the conversation:

- Answering the calling to protect the public

- Why experience doesn’t equal skill

- Leaders who set a culture of humility and learning

- Willby’s company’s apprenticeship program

- Strengthening your competitors with education

Check out these resources we mentioned:

- The National Center for Construction Education and Research

- Leadership BS by Jeffrey Pfeiffer

If you want to hear more stories from the trades, subscribe to Toolbox for the Trades onApple Podcasts,Spotify, orhere.

Listening on a desktop & can’t see the links? Just search for Toolbox for the Trades in your favorite podcast player.

Episode 65: From 3 to 23 Vehicles: Leading Through Explosive Growth Oct 26, 2021

There’s no money for Christmas presents. We’ve got to try something — anything. Let’s start a company.

Since its founding in 2017, Viva Electric has evolved from just three vehicles to three locations. Today’s guest is the person with the vision for business growth and adaptation that has made the company what it is today: a family.

In this episode, I chat with Maegan Giler , COO and Co-Owner at Viva Electric , about orchestrating the explosive growth and change in her company.

Here are some topics we highlight in the conversation:

- The origin story of Viva Electric as a construction company

- Shared services with Griffin Brothers and mentorship

- Behind the scenes of a COO’s business development strategy

- When employees are family

- Why marketing is everything

Check out these resources we mentioned:

Episode #17 with Vanessa Gonzalez

If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts , Spotify , or here .

Listening on a desktop & can’t see the links? Just search for Toolbox for the Trades in your favorite podcast player.

Episode 64: Dispatch Manager: The Company Chessmaster Oct 19, 2021

Being a solo dispatcher is like playing a huge game of chess every day. But the necessary skills for success change when you’re a dispatch manager with six dispatchers under you.

So, how exactly does the role change when the dispatch team scales?

In this episode, I chat with Barbara Pfeiffer, Dispatch Manager at The Eco Plumbers , about the delightful complexity of scaling your dispatch team.

Here are some topics we highlight in the conversation:

- The moment when Barbara realized she loves dispatching

- Training new dispatchers in 3 languages on the job

- The importance of ride alongs and technician relationships

- Advice for improving dispatching at your business

Check out these resources we mentioned:

- Episode 4 with Aar on Gaynor

- The Advantage by Patrick L encioni

If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts , Spotify , or here .

Listening on a desktop & can’t see the links? Just search for Toolbox for the Trades in your favorite podcast player.

Episode 63: In a League of Their Own: Recruiting Women to the Trades Oct 12, 2021

Play ball!

It’s a beautiful day for a podcast, folks. Today’s is shaping up to be a barnburner.

In this crackerjack episode, we break out the baseball wordplay as I chat with Margie Baker, Operations Manager at 1-Hour Heating, Ben Franklin Plumbing, and Mr. Sparky Electric, about how to attract more women and Gen Z/millennials to the trades.

The bases are loaded with topics such as:

The advantages of a Gen Z/millennial lineup

Scouting talent and training technicians in-house

Tips for handling communication curveballs and pitching a perfect dispatch game

Hitting triples in customer experience - a win for the customer, a win for the technician, and a win for the company

Why sales will have a better batting average if they learn to embrace the silences

Extra innings (resources mentioned during the episode):

Democracy in America by Alex de Toqueville

The Power of Consistency by Weldon Long

The Entrepreneur Roller Coaster by Darren Hardy

In Praise of Difficult Women by Karen Karbo

LadyTitans

If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts , Spotify , or here .

Listening on a desktop & can’t see the links? Just search for Toolbox for the Trades in your favorite podcast player.

Episode 62: From Secretary to Apprentice to GM in 3 Years: Samantha Salazar Oct 05, 2021

You’re a secretary for a little while, but you’ve been watching the technicians, and you want to give it a try. So you become an apprentice.

You’ve been in the field for a little while, but you see a need to open a new location, and you write up a business proposal. So you become a general manager.

As a GM, what’s the key to your success? (Other than a phenomenal work ethic and passion for the industry.) Open-mindedness, especially in interviewing.

This is the true story of this episode’s guest, Samantha Salazar, General Manager at Rice Plumbing and Heating.

Join us as we discuss:

- Samantha’s career journey from no industry experience to management

- Expansion and opening a new location

- How she interviews, hires, and trains

- Candid experiences as a woman in the trades

Check out these resources we mentioned during the podcast:

- Business coaches - Al Levi , Tommy Mello , and Ellen Rohr

- Ellen’s e-books

If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts , Spotify , or here.

Listening on a desktop & can’t see the links? Just search for Toolbox for the Trades in your favorite podcast player.

Episode 61: When You Need a Business Coach Sep 28, 2021

The way to unlock a lot of growth and scale your business is to stop being the funnel. Sometimes the owner believes everything has to go through me.

A business coach will help build relationships, improve processes, and keep owners from becoming a bottleneck.

In this episode, I interview a business coach and client about how their relationship has doubled business. Jim Corcoran is Head Coach at BDR , Tony Marmon is Owner at Trademark Mechanical , and they had amazing things to say about the coach-client relationship.

Join us as we discuss:

- How Jim moved from the field to coaching

- When Tony recognized that he needed a coach

- Jim and Tony’s mutual trust and vulnerability

- Which processes had to scale and which had to go

- Why people leadership lies at the core of scaling

Check out these resources we mentioned during the podcast:

Traction by Gino Wickman

As a Man Thinketh by James Allen

If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts , Spotify , or here .

Listening on a desktop & can’t see the links? Just search for Toolbox for the Trades in your favorite podcast player.

Episode 60: Prepare for Everything: Back Office Management Sep 21, 2021

Did you just write something on that resume? Big mistake.

Did you make a note about the candidate’s kids? Big, big mistake.

And what about documentation for injuries and accidents? If you didn’t take a witness statement, you failed.

In this episode, I interview c about her love of processes and why she spends so much time thinking about things that could go wrong.

To throw some much deserved light on the back office, Angie talks with me about:

- Falling in love with the trades and learning on the job

- Processes in action during a record-breaking heat wave

- Hiring and liability practices you haven’t thought about

- Common personnel issues like accident reporting

- What owners should know about accounting

Check out these resources we mentioned during the podcast:

- SmartLess podcast

- Harvard Business Revi ew

If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts , Spotify , or https://www.servicetitan.com/here .

Listening on a desktop & can’t see the links? Just search for Toolbox for the Trades in your favorite podcast player.

Episode 59: Get More Calls w/ Unique Digital Marketing Sep 14, 2021

To reach beyond the phone book generation, home service companies must leverage digital marketing. That means understanding brand, messaging, and omnichannel.

Today’s guest literally wrote the book on digital marketing for plumbing and HVAC contractors, and he walks us through how digital can bring in more calls (and potentially grow your business from garage-level to golfing vacations).

In this episode, I interview Ryan Redding , Owner at DP Marketing Services and Host of Blue Collar CEO , about the impact of digital.

Join us as we discuss:

- Success stories so amazing they sound fake

- What a home service owner really needs to know about marketing

- Putting the customer at the center of your marketing decisions

- Target customers and lead generation

- Using messaging to tell stories about brand

Check out these resources we mentioned during the podcast:

- The Book On Digital Marketing: For Plumbing & HVAC Contractors by Ryan Redding

- Culture Eats Strategy for Lunch by Curt Coffman

- Who Not How by Dan Sul livan and Benjamin Hardy

If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify , or here .

Listening on a desktop & can’t see the links? Just search for Toolbox for the Trades in your favorite podcast player.

Episode 58: Why You Need a Company Vision Sep 07, 2021

What’s your company’s purpose? For that matter, what’s your own purpose for being in this business at all?

Answering these questions can ignite passion in your recruits. Skeptical?

In this episode, I interview Ben Stark and Chris Hunter , Owners at Go Time Success Group , about how they became business success coaches for home service companies.

In this episode we discuss:

- Ben and Chris’s mentor-mentee relationship

- The importance of developing your company’s vision, mission, and core values

- Strategies for igniting recruits with passion

- The four toolboxes and why the mental toolbox is the most important

- Recruiting, marketing, technology, and entering new verticals

Check out these resources we mentioned during the podcast:

Ben and Chris’s book, It’s Go Time

If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts , Spotify , or here .

Listening on a desktop & can’t see the links? Just search for Toolbox for the Trades in your favorite podcast player.

Episode 57: Learning from Others’ Successes: Study Your Craft w/ Ben DiMarco Aug 31, 2021

You clock in, you clock out, you know the basics, but you want to elevate your profession. What you need to do is start studying your craft.

Want to unlock unbelievable opportunities by becoming an extraordinary professional? Learn from manufacturers, engineers, peers with three decades of work experience, and even your customers to find out how to go beyond your day-to-day.

Today’s guest, Ben DiMarco , CEO at DiMarco & Associates LLC , shares his learnings from 30+ years in the trades, including how to serve customers well beyond installing an HVAC unit.

In this episode we discuss:

Why accountancy wasn’t for Ben

Commissioning and why it matters to installers

Air quality matters when we spend 90% of our lives indoors

A positive change in promoting the trades among the college-aged

If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcast s, Spotify , or here .

Listening on a desktop & can’t see the links? Just search for Toolbox for the Trades in your favorite podcast player.

Episode 56: You Can’t Lead If You’re Too Busy Putting Out Fires Aug 24, 2021

Leader is not a synonym for firefighter.

With the one notable exception — actual firefighters — if you spend all day putting out fires at your business…

You’re too busy to lead.

That’s one of countless lessons today’s guests, Eric Sprague & Larry Wilberton, Owners of Blue Collar Consulting and MorningTechMeeting.com , have learned over their many years working together — lessons they’re now teaching others through advising.

They join me today to discuss:

Why leaders need to take a step back and let their team make their own mistakes

Why your teams home life is inseparable from their work life

How to use morning meetings to improve every facet of your business

How to spend 30+ years in business with a friend (without strangling them)

If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts , Spotify , or here .

Listening on a desktop & can’t see the links? Just search for Toolbox for the Trades in your favorite podcast player.

Episode 55: How the Right Documentation Saves Time & Money Aug 17, 2021

Wouldn’t it be so much easier if customers and new hires could read your mind?

Well, why can’t they?

Today’s guest, Josh Kelley, Owner at Magic Broom Chimney Sweeps, has perfected documenting everything his customers and employees need to know, saving time, money and endlessly repeating himself.

In this episode, we discuss:

- The power of searchable onboarding documents

- How YouTube videos can minimize callbacks and save money

- The benefits of a database of completed jobs to show customers

If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Toolbox for the Trades in your favorite podcast player.

Episode 54: Learning to Lead — Because People Don’t Follow Managers Aug 10, 2021

It’s one of the age-old conundrums in leadership: We promote people because they are good at their jobs and, when it comes time to lead, they aren’t prepared.

It’s easier if I do it myself. I used to be a tech, I’ll cut him some slack.

These are the statements of a manager.

But people don’t follow managers, they follow leaders.

If you’re struggling with leadership, today’s guests have the answers you seek. Kathy Nielsen of Schaal Heating and Cooling & Lauren Schieffer, President of The Colonel's Daughter, join me to dissect what truly makes a leader.

In this episode, we discuss the core components to great leadership:

- Accountability — for yourself and your team

- Setting clear expectations

- Helping your team grow in their roles

If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Toolbox for the Trades in your favorite podcast player.

Episode 53: Dropout to CEO: How the Trades Make It Possible Aug 03, 2021

One of the best things about the trades is how far you can go if you have the drive and are committed to lifelong learning.

It’s not uncommon to hear stories like that of Julian Scadden, who went from a high school dropout to President & CEO at Nexstar Network. He joins me on the latest episode to share exactly how he pulled it off.

We discuss:

- The Be Dumb Quick movement

- Why leading starts with leading yourself

- The difference between understanding and realizing

If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Toolbox for the Trades in your favorite podcast player.

Episode 52: Season 3 Guests Share Tricks of the Trades Jul 13, 2021

Three seasons. It’s hard to believe.

The more I do this podcast — and we’ve done over 50 episodes at this point — the more I am blown away at the incredible work being done by contractors across the world.

Like the incredible work being done by this season’s guests: Eddie McFarlane, Lauren Vahey, Mary Jean Anderson, Brad Pesek, Kathy Nielsen, Steve Solla, Shane Jaeger, Crystal Williams, Eric Knaak, Ryan Lucia, Megan Bedford, Josh Crouch, Chisholm Brunner, Josh Bigelow, Tersh Blissett, Trevor Lively, Brian Cohen, Keith Mercurio, and Chris Crew.

In this episode, join me as I take on the daunting task of compiling some of the best moments from these fabulous guests — daunting because it’s incredibly difficult to pick just one insight from each member of this talented group.

If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Toolbox for the Trades in your favorite podcast player.

Episode 51: Zoom Drain’s Success Secrets w/ Steve Solla Jul 06, 2021

Do one thing really well — this is how Zoom Drain & Sewer Service has grown to become a go-to provider for drain cleaning services.

In today’s episode of Toolbox for the Trades, I sit down with Steve Solla, General Manager at Zoom Drain & Sewer Service.

What we talked about:

- Steve’s progression into the trades and his journey within Zoom Drain

- Tools and training used by Steve, to improve his work in the trades

- Zoom Drain’s service offering, way of working and growth over time

- How Zoom Drain keeps employees engaged and motivated

- What do trade business owners need to know about their Technicians?

- Zoom Drain’s apprentice program

Check out these resources we mentioned during the podcast:

- Steve Solla’s LinkedIn profile

- Zoom Drain’s website

- Service Titan’s website

- The Joe Rogan Experience (Podcast)

- John Sanford’s Book List

If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Toolbox for the Trades in your favorite podcast player.

Episode 50: State of the Trades: A Marketer’s Perspective w/ Josh Crouch Jun 29, 2021

What do a computer mouse, airpods and your home’s insulation have in common?

They were all invented by NASA.

It’s proof that often the best improvements come from outside your business.

Recognizing this in his hiring, marketing and strategy is one of the ways Josh Crouch, Founder at Relentless Digital and Director of Sales, Marketing, and Business Development at Professional Services Port Washington, thinks differently as a marketer specializing in the trades.

What we talked about:

- Why you should look for talent, strategy and insights from outside your industry

- Why you shouldn’t neglect existing customers for new business

- The secrets to hiring the best talent

If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Toolbox for the Trades in your favorite podcast player.

Episode 49: Successful Succession Planning: Preparing for the Unexpected Jun 22, 2021

It’s never easy for a family when a loved one dies.

But if, like many in the trades, that loved one is in charge of the family business, it can make it even more difficult.

That’s why you need succession planning.

My guest today is Trevor Lively, President at Blue Jay Irrigation, who, along with his dad who was diagnosed with cancer, suddenly felt the pressure for succession planning in the worst possible circumstances. The experience taught Trevor the importance of preparing for the unexpected.

In this episode, we discuss:

- Trevor’s experience with succession planning

- How EOS helped ease the transition to new leadership

- How Trevor is using video to grow the business.

If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Toolbox for the Trades in your favorite podcast player.

Episode 48: The Secrets to Branding & Marketing in the Trades w/ Crystal Williams Jun 15, 2021

Let’s face it — most owners in the trades don’t like marketing.

And it makes sense. Most people get into the trades because they like, well… the trades.

But that doesn’t mean you have to hate marketing and branding.

It just means you need to turn it into a game, not a chore.

Take it from Crystal Williams, Creative Director at Lemon Seed Marketing Firm and an expert in winning the marketing game.

She joined me in the latest episode to share her expertise and the secrets to branding and marketing every owner should know.

What we talked about:

- The benefits of seeing marketing as a game, not a chore

- Where people in the trades go wrong with branding and marketing

- Why, even in today’s digital world, not all branding and marketing needs to be digital

If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Toolbox for the Trades in your favorite podcast player.

Episode 47: Don’t Hire People, Hire Personalities w/ Josh Bigelow Jun 08, 2021

Everyone wants the right people for the job.

But in an industry facing a talent shortage, that’s not enough.

It’s more important to hire the right personality for the job.

That’s how President Josh Bigelow approaches hiring at Great Dane Heating & Air Conditioning, and that piece of wisdom has helped the company grow tremendously over the last two decades.

In this episode, Josh and I discuss:

- Why you should hire for personality

- The value of consultancies

- Why you need to join a peer-to-peer group

Check out these resources we mentioned during the podcast:

- HVAC Spells Wealth

- The Go-Giver

If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Toolbox for the Trades in your favorite podcast player.

Episode 46: How to Manage Growth Through Acquisitions w/ John Wilson Jun 01, 2021

Some shops are happy trucking along as a lifestyle business.

And there is nothing wrong with that.

But if you want to grow aggressively, you need to learn about acquisitions.

That’s one of the secrets John Wilson, Owner at Wilson Plumbing and Heating, has learned rapidly growing the family business from its comparatively small roots into a sprawling operation.

What we talked about:

- The secrets to scaling

- How to approach marketing

- How to expand through acquisitions

Check out these resources we mentioned during the podcast:

- The Making of an American Capitalist

- Rich Dad Poor Dad

- The Outsiders

- The Millionaire Next Door

If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Toolbox for the Trades in your favorite podcast player.

Episode 45: No Silver Bullet: It’s Always Systems & Procedures w/ Chisholm Brunner May 25, 2021

No matter what you want to achieve in your business, there is no silver bullet that’ll get you there overnight.

Success is a byproduct of crafting the correct systems and procedures.

That focus is how Chisholm Brunner, Carrier and ICP National Accounts at Carrier Corporation, has gone from success to success throughout her career.

In this episode, we discuss:

- Why systems and processes are the key to everything

- Why dispatchers make or break your business

- Why your customers need options

If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Toolbox for the Trades in your favorite podcast player.

Episode 44: Leadership Skills More Imperative to Success Than Tech Training w/ Keith Mercurio May 18, 2021

If you want loyal customers, you need to influence them.

But how do you do that without feeling shady?

In the latest episode, Keith Mercurio, Sr. Director of Executive Success at ServiceTitan and Founder and CEO of Ethical Influence Institute, shares the secrets of ethical influence and how they can elevate your leadership.

We discuss:

- The power of ethical influence

- How poor messaging shrinks your talent pool

- How to inspire people

- The value of powerful thinking

Check out these resources we mentioned during the podcast:

- The Four Agreements

- The Allegory of the Cave

- Tim Ferriss

- The Seven Habits of Highly Effective People

If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Toolbox for the Trades in your favorite podcast player.

Episode 43: Mergers, Sales & Acquisitions Demystified w/ Brian Cohen Mar 30, 2021

Have you thought about your exit strategy, or does the word sale sound too much like the end?

Well, the truth is, there is a lot more to a sale than you may think.

In this episode, Brian Cohen, Business Strategist, SF&P Advisors, covers the ins and outs of mergers, sales, and acquisitions.

We discuss:

- The many shapes a sale may take

- Navigating private equity

- The importance of knowing the value of your business

If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Toolbox for the Trades in your favorite podcast player.

Episode 42: How to Market in the Trades Like a Pro w/ Megan Bedford Mar 23, 2021

How well is your marketing working?

Which channels work best? What’s your cost per lead?

If you can’t measure it, you can’t improve it.

That’s one of the first things Megan Bedford, Owner at Mugyver Consulting, looks at when assessing the marketing performance of a business. She joins me in the latest Toolbox for the Trades to go over how to market like a pro.

We discuss:

- Why internal systems are foundational to marketing

- How to think about your website (including SEO)

- Why email marketing still works

If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Toolbox for the Trades in your favorite podcast player.

Episode 41: Growth for Your Techs Means Growth for Your Business w/ Brad Pesek Mar 16, 2021

When your technicians are empowered to invest in themselves, they indirectly invest in your company too.

Ergo, growth in your techs means growth in your business. Everybody wins!

Today’s guest, Brad Pesek, is the CFO at McWilliams & Son HVAC company. In addition to tips for incentivizing your technicians to grow professionally, Brad shares…

- The transferable skills he took from teaching high school math to the trades

- His most effective recruiting tools

- The value of having a mentor and how to find one

Resources mentioned:

- The E Myth

- The 7 Habits of Highly Effective People

- The Speed of Trust

- See You At The Top

- How to Win Friends and Influence People

- Start With Why

- The 21 Irrefutable Laws of Leadership

- Man’s Search for Meaning

- What Got You Here Won’t Get You There

- Never Split the Difference

If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Toolbox for the Trades in your favorite podcast player.

Episode 40: Handling Growth: How to Turn $40k a Month into $40k a Day w/ Shane Jaeger Mar 09, 2021

Growing a business can be challenging to manage — especially when there are mergers and acquisitions involved.

But getting it right can mean the difference between $40k a month and $40k a day.

At least, it did for Shane Jaeger, President of Operations, The Lawton Group, who joins me on the latest episode to discuss how he pulled it off.

What we talked about:

- How Shane looks at mergers after seeing them from both sides

- What to look for in a company you plan to acquire

- Why paying close attention to growth is as important as the bottom line

If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Toolbox for the Trades in your favorite podcast player.

Episode 39: Tips for Exceptional Customer Service in the Trades w/ Lauren Vahey Mar 02, 2021

Your customer service is just as important to your business as the quality of your work. People hire people who are understanding and compassionate.

And that starts at the top.

Lauren Vahey, the Director of Customer Experience at Nicholson Plumbing & HVAC, joins Jackie in this episode to discuss compassion in customer service, as well as…

- What real work-life balance looks like in the trades

- Tips for other companies trying to implement exceptional customer service

- How to foster loyalty with your employees

- Advice for getting more (and better) online reviews

If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Toolbox for the Trades in your favorite podcast player.

Episode 38: How to Run a Remote Service & Repair Team w/ Tersh Blissett Feb 23, 2021

No warehouse? No problem. It’s 100% possible to operate your service & repair business completely remotely.

Take it from Tersh Blissett, CEO of Service Emperor and host of the Service Business Mastery podcast. He was running a team of technicians sans warehouse long before we even heard about COVID.

In this episode of Toolbox for the Trades, Tersh talks to Jackie about…

-His journey from the Air Force into the trades

- Unexpected challenges he faced when buying his first business

- Expert tips for other service businesses to go totally remote

- Why it’s important to collaborate with other tradespeople & business owners

If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Toolbox for the Trades in your favorite podcast player.

Episode 37: Woman-owned San Diego Shop Excels by Hiring Female Technicians w/ Mary Jean Anderson Feb 16, 2021

The most pressing issue within the trades is the labor shortage. And it’s not just recruiting technicians that’s the problem — it’s training them properly and keeping them happy, too.

Mary Jean Anderson, President of Anderson Plumbing, Heating & Air, has grown her business to $30m in annual revenue partly due to her keen recruiting, training, and retention skills.

Mary Jean joins Jackie to discuss…

How to overcome the biggest hiring obstacles
Why she founded the Anderson Career Builder Institute
How other companies can build out their training programs
Top places to recruit female technicians

Check out Mary Jean’s book Here Comes Cannonball.

If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.

Episode 36: Combine Analytics & Psychology to Hire Great CSRs w/ Kathy Nielsen Feb 09, 2021

Within her first 2 weeks of working in the trades, Kathy Nielsen had started helping Schaal Heating & Cooling scale up to a $6M valuation.

Her own business, Operations Excellence, was founded on the same principles: Stay organized and hire great people.

In this episode of Toolbox for the Trades, Kathy joins us to talk about…

How she combines analytics with psychology to hire the best people for the job
What kinds of behaviors to look for in customer service reps (CSRs)
Tips on creating effective systems & procedures within the trades
Common mistakes she sees other industry leaders making

Resources mentioned:

If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.

Episode 35. White or Blue Collar? You Can Be Both w/ Ryan Lucia Feb 02, 2021

In both white and blue-collar businesses, the culture is what matters in the end.

Take it from Ryan Lucia, the founder of Aaron Overhead Doors and Such n Such Media. He started out in the software startup world, transitioned to the trades, and now helps blue-collar folks market their businesses.

In this episode, Ryan tells Jackie about…

Why culture is #1 in both of his businesses
What he looks for in new hires
How connecting with other professionals has moved his business forward

Check out Ryan’s show, Torsion Talk Podcast, here.

If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.

Episode 34: How to Recruit & Train the Best Technicians Jan 26, 2021

Stop recruiting for technical experience. Start recruiting for “soft” skills like good communication the ability to learn and adapt.

You can teach all the other stuff.

That’s one of Eric Knaak’s (Executive VP & GM at ISAAC) biggest pieces of advice in this episode of Toolbox for the Trades. He and Jackie also discuss…

How the trades have supported and employed veterans
How to find more opportunities within your company
Best practices for managing a fleet of service technicians

Resources mentioned in this episode:

Good to Great by Jim Collins
The E Myth by Michael Gerber

If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.

Episode 33. Live Life By Design, Succeed Personally & Professionally Jan 19, 2021

Are you living your life on purpose or by default?

At a young age, Chris Crew — President of The Blue Collar Success Group — chose to live his life by design. That decision has affected him professionally and personally ever since.

In this episode of Toolbox for the Trades, Chris speaks to Jackie about…

The unique journey that led him to the trades and beyond
Tips for technicians who want to level-up in their career
How owners should train their techs in order to scale up
The best ways to find new opportunities and make important connections

Resources mentioned in this episode:

Ed Mylett podcast
Feelin’ Good With Duddy
The Six Dimensions of C.H.A.N.G.E. 2.0 by Kenny Chapman

If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.

Episode 32. Change Management: How to Retain Talent in the Trades w/ Eddie McFarlane Jan 12, 2021

Retention: It’s something we all struggle with in the trades. It’s something we haven’t quite yet figured out.

Though it’s not a perfect science, Eddie McFarlane — VP of Learning & Development at Haller Enterprises — has a rather revolutionary approach to retaining talented technicians.

In this episode of Toolbox for the Trades, we talk to Eddie about…

How and why he uses change management to hire and retain workers
How he gets to the root of problems instead of patching up the symptoms
Why diversity and inclusion is the answer to the trades’ labor shortage
The importance of personal development in the workplace
If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.

Episode 31. Season 2 Wrap Up: Toolbox for the Trades Dec 15, 2020

We really did it!

We delivered not 1 but 2 seasons of Toolbox for the Trades in this outrageous, chaotic year.

In this episode, host Jackie Aubel walks you through just a few of our takeaways from this standout season.

Thank you so much to every one of our guests: We know your raw honesty inspired our listeners. You do so much good in the world. Thank you!

Check out these resources we mentioned during the podcast:

Keep connected with us on the Toolbox for the Trades Community on Facebook
Find the companion for this episode at servicetitan.com/toolboxtips
If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.

Episode 30. Learn from My Mistakes: Using Live Data to Track KPIs with Ismael Valdez Dec 08, 2020

As a kid, you never had an air conditioner in your house. By 2019, the HVAC company you founded has already installed 20K systems.

Then you realize that what you’ve got isn’t a hustle anymore. It’s a business now.

In this episode, we interview Ismael Valdez, Owner & CEO at Nexgen, about taking his business from founding to $30M in 4 years.

What we talked about:

Ismael memorized part numbers at age 17
What happened in 2019 that brought about the development of Data Cube
Work family and home family
Efficiency practices and technician tracks
Contractors are going to be 100% review-based, not referrals

Check out this resource:

Ismael’s Webinar: Top KPIs for Contractors and How to Track Them

If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.

Episode 29. Your Business Shouldn’t Have to Go It Alone w/ Will Matson and AJ Brown Dec 01, 2020

There are a lot of questions about how to approach mergers and acquisitions in the trades.

Turns out, it’s a lot like dating.

At least according to AJ Brown, President and CEO, and Will Matson, Group CFO & Head of MFA, from Apex Service Partners.

It’s one of many things I learned when I spoke with them about how their services group is operating like a pit crew for its partners in the trades.

What we talked about:

Why they left finance and found their forever-home in the trades
How services groups work
How to approach a partnership (& why it’s like dating)
If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.

Episode 28. Let’s Drag the Trades Out of the Past & Into the Future w/ Justin Armendariz Nov 24, 2020

Look around your workplace. Where are the young faces?

The average age of someone in the trades is around 50.

That’s what happens when your industry does things “the way they’ve always been done.”

But for Justin Armendariz, Founder & CEO at Better Future Facilities, the average tech in his company is under 30.

Justin has brought technology to the forefront in his business and, as a result, is dragging the trades out of the past and preparing a new generation for the future.

In this episode, we discuss:

How to revolutionize an aging industry
How he is taking on some of the biggest names out there
Why recruiting and training is everything.

If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.

Episode 27. Why You Need to Educate Your Buyer w/ Rod Yoder Nov 17, 2020

Usually, the customer knows why they need your product…

HVAC, plumbing — when something happens they’ll call.

But what if they don’t know they need your product?

Then it’s time to educate them.

That’s exactly what Rod Yoder, Director — North American Dealer Sales at Kinetico Water Systems, does.

He’s learned some clever techniques over the years to teach his customers the value of the water softening and filtration systems he sells.

And there are some great ones.

What we talked about:

Educating your customers about the need for your product
How to set yourself apart (and get referrals)
How a non-electric company moved into IoT

If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.

Episode 26. Chief People-Person: Why Culture Starts With Leadership w/ Jaime DiDomenico Nov 10, 2020

How do you get a thriving culture?

It starts with leadership.

The owner should be the chief people-person in the company.

That’s what Jaime DiDomenico, President at Cool, Plumbing and Energy Today, learned time and time again in his career:

A company is only as good as its owner.

In this episode, we discuss:

Why the owner should be the chief people-person
Why you need to reinvest in your people and the business
Why a business is only as good as its owner

To watch our webinar with Jaime, visit servicetitan.com/jaime

If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.

Episode 25. The Smart Choice: Give Your Customers Options w/ Joe Crisara Nov 03, 2020

When it comes time to buy, your customers need options.

And if you’re not giving them the options they need…

They’ll go online and find someone who can.

That insight is foundational for Joe Crisara’s success. Now Owner and Business Coach at ContractorSelling, Joe managed to turn a quarter of a million dollars in debt into a thriving business.

All by giving his customers options.

In this episode, Joe and I discuss:

Why options can transform any business for the better
How to present options to the customer
Why worrying about the competition is a waste of time

If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.

Episode 24. The Words We Use: How Language Affects Your Bottom Line w/ Angie Snow Oct 27, 2020

First impressions matter.

That’s why word choice is so important when we first meet someone…

And why your CSRs need amazing communication skills.

They are the first point of contact with your customers — and what they say can set the tone for the whole relationship.

Today’s guest is Angie Snow, Vice President at Western Heating & Air Conditioning and Success Coach at Snow Business Coaching, where she helps business owners struggling to find the right words learn to more effectively engage customers and cultivate 7-star CSRs.

In this episode, we discuss:

How to empower 7-star CSRs in your business
The challenges (and triumphs) for women in the trades
How to effectively leverage feedback
Now Angie is part of the ServiceTitan team too!

If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.

Episode 23. Jack of All Trades, Master of None: Finding Your Niche w/ Mike Claudio Oct 20, 2020

When looking for growth, owners often want to add more services.

If you can do it all, you cast a bigger net, right?

But a jack of all trades is a master of none…

And nobody wants to hire a roofer to fix their plumbing.

That’s one mistake Mike Claudio, Owner at WinRate Consulting, has repeatedly seen in his years advising owners in the trades.

In this episode, Mike explains:

How to find your niche (and what pitfalls to avoid)
Why success means taking advice
Why CRMs are so important to a successful operation

If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.

Episode 22. Plumbers in Pink: How Good Deeds Can Drive Growth w/ Geoff Gillon Oct 13, 2020

Growing your business requires community support.

If customers recognize and trust your brand, you’ll go far…

And you may just raise a million for charity in the process.

That’s Geoff Gillon, Founder of The Pink Plumber, did and it paid off huge dividends.

He transformed his plumbing business into a lucrative sale by virtue of, well, virtue.

The Pink Plumber became an icon by donating massive sums to breast cancer research…

And, of course, pink plumbing vans.

We discuss:

-How to convince a plumber to drive a pink van (and grow exponentially in the process)

-Why growth is more important than profits

-How to golf every single day and still make it big

If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.

Episode 21. In the Trades, Mental Health Matters More than You Think w/ Stacy Fore Oct 06, 2020

Mental health matters.

Yet, for some reason, it’s often overlooked in the trades.

It’s time we take mental health seriously.

In this episode, I catch up with Stacy Fore, Owner at HVAC Solutions, where she has instituted a reimbursement program for mental health.

We speak about that and more, including:

-Why No-BS values are foundational to a thriving culture

-Why the trades is the best path for a free education

-Why referrals still matter in the digital age

If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.

Episode 20. Selling Your Business Starts with “Why” w/ Fred Silberstein Sep 29, 2020

Are you thinking about selling your business?

If so, why?

It seems like an easy question to answer, but so many can’t

Fred Silberstein, President at SF&P Advisors, says if you want to sell, you need a great answer to the question.

In this episode, Fred explains:

-How to find your “why” (and what to do when you find it)

-Why KPIs are so important for a sale

-Why buyers are really buying your people

If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.

Episode 19. Visionary & Integrator: Succeeding as a Husband & Wife Duo w/ Rhonda Dowdy Sep 22, 2020

Growing a business is hard work.

Even more so when you do it with your spouse.

But there’s a secret:

Clearly defining your roles.

Just ask Rhonda Dowdy, Chief Executive Officer at S&D Plumbing, a business she’s spent the last 40 years building with her husband.

And they pulled it off by knowing their superpowers: Her husband is the visionary; she is the integrator.

In this episode, Rhonda covers:

-What makes her husband the visionary and her the integrator

-How to choose a specialty

-How to get buy-in for big changes

Check out these resources we mentioned:

-Traction

-Rocket Fuel

If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.

Episode 18. The Secrets to YouTube Marketing Success in the Trades w/ Roger Wakefield Sep 15, 2020

A lot of businesses in the trades struggle with marketing.

But marketing really comes down to 3 things:

Providing value, building trust and educating your customers.

My guest today is someone who has these 3 things down to a science.

Roger Wakefield, Owner at Texas Green Plumbing, has one of the most fascinating and storied backgrounds of anyone I’ve ever interviewed.

From plumbing to cosmetology to restaurant management — he really has done it all.

And now, he can add “YouTube sensation” to that list.

In this episode, Roger explains:

-The steps he took on his fascinating career path

-How he became a YouTube sensation

-How to pick a specialty in the trades

If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.

Episode 17. Why Everyone in the Office Needs to Ride with a Technician w/ Vanessa Gonzales Sep 08, 2020

Has everyone in your office hopped in a van with a tech?

If not, they should.

Without seeing first hand what they go through, everyone’s work suffers.

Since implementing ride-alongs, Vanessa Gonzales, Chief Administrative Officer at Albuquerque Plumbing, Heating & Cooling, has seen everyone — in the office and field — get better at their jobs.

I caught up with her in today’s show to pick her brain about what she’s learned in her many years of experience owning a business in the trades.

We covered a lot of ground, including:

-The trick to running a business with your spouse (and his old roommate)

-Why ride-alongs are so effective

-How to be a coworker to your employees (until they force you to be the boss)

If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.

Episode 16. The 7 Powers You Need to Succeed in the Trades w/ Al Levi Sep 01, 2020

How well do you know your operations manual?

For many, it’s just something to keep lawyers happy.

But it should be your bible for success.

In this episode, I speak with Al Levi, Consultant and CEO at The 7-Power Contractor and Author of The 7-Power Contractor, itself an operations manual for success in the trades.

If Al has learned anything in his lifelong career in the trades, it’s that a manager’s real job is to make sure the manuals are right.

In this episode, Al explains:

-Why making great systems is more important than finding great people

-How a lawsuit at a young age taught him the importance of manuals

-The 7 powers you need to find success in the trades

If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.

Episode 15. How to Turn a 28-Man Operation into an 8-Figure Business Aug 18, 2020

Everyone wants to grow their business.

But sometimes, that means becoming less vital to it.

Your systems should be so good your business runs fine without you.

In today’s guest episode, we have another great one from The Home Service Expert.

Tommy Mello and Adam Cronenberg, COO at A1 Garage Door Service, go over how streamlining their systems fueled their explosive growth.

Tommy and Adam discussed:

-How Tommy’s team leveraged ServiceTitan to streamline their system

-Why systems and processes are vital to your business

-The difference between owning a job and owning a business

Want to take part in the conversation? Be sure to join our Facebook group here.

Episode 14. The Right Way to Add Services to Your Business Aug 04, 2020

Adding services to your business can be a great strategy…

But it can also be scary.

So, it’s important to make sure the business is spot on.

And we have another fantastic guest episode today from To The Point that explains exactly how you can.

In it, Host Chris Yano interviews Bobby Jenkins from ABC Home & Commercial Services and finds out how he was able to add so many services to his business.

They go over:

-Why multiple services is a great strategy (and topic)

-What it takes to build a sustainable family business

-Why a repeat customer is the best customer

Want to take part in the conversation? Be sure to join our Facebook group here.

Episode 13. Why Consistency Is the Key to Building Trust Jul 21, 2020

There are 3 reasons people buy from you:

They know you. They like you. They TRUST you.

And there’s only one way to win their trust…

Being consistent.

In today’s Toolbox for the Trades Guest Series Episode, Mike Claudio and Ryan Webber, hosts of Big Stud Sales, go over how you can win your customers’ trust through consistency.

They explain:

-Consistency selling (and why it builds trust)

-The importance of SOPs

-How you can leverage podcasts to reach your target audience

Want to take part in the conversation? Be sure to join our Facebook group here.

Episode 11. Top 7 Takeaways from Season 1 Jun 30, 2020

From bad reviews and $50K in debt to homelessness and loss — our guests have gotten real with us on Toolbox for the Trades.

In this episode, I share our top takeaways from Season 1 (and let you know what’s coming up for the summer).

What we talked about:

-Each of our guests shares inspiration & insights

-What you need to succeed in leadership, acquisitions, & overcoming adversity

-Take control of your thoughts with Friedrich Nietzsche

Check out this resource we mentioned during the podcast:

-Our ebook companion to Season 1

-Our Facebook community: Toolbox for the Trades

If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.

Episode 10. Weldon Long: You Are What You Think About Jun 23, 2020

What do you think about most?

Have you never really thought about that? Maybe you should.

Thinking about what to think about can transform your entire life.

At least it did for Weldon Long, speaker, mindset and sales expert and New York Times Bestselling author of The Power of Consistency.

After spending much of his adult life in prison, Weldon’s incredible success story truly demonstrates the power our mindset can have — and how changing it can alter the entire trajectory of our lives.

In this episode, he shared:

-How he went from “loser” to the success he is today (and the neuroscience behind it)

-How we can use the same mental tools to improve our business, sales and culture

-Why every sales strategy works — the problem is usually human error
If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.

Episode 9. Your Job is Hard, Keep Your Financials Simple w/ Ellen Rohr Jun 16, 2020

The trades are filled with people who know hard work.

And not just physically — you need savant-like technical expertise to do your job.

So why are you scared of your financials?

Today we’re speaking with Ellen Rohr, President and Franchise Operations Manager at Zoom Drain.

After a long career in the trades, Ellen has figured out why you don’t want to look at your financials.

And, spoiler: It’s not the math.

In this episode, Ellen covers:

-How Ellen got roped into the trades (and why she never left)

-Why a good mentor can change your life

-What is really scaring you away from your financials

If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.

Episode 8. Why a Thriving Culture Trumps the Labor Shortage w/ Chad Peterman Jun 09, 2020

Are you worried about the labor shortage?

Well, don’t be. There’s no shortage of workers out there.

You just haven’t built a culture they want to be a part of.

At least, so says our guest, Chad Peterman, President, Peterman Heating, Cooling & Plumbing.

For Chad, the story of a labor shortage in the trades is nothing but a tall tale designed to scare kids into eating their vegetables.

Okay, well… not that exactly.

But it is something that’s easy to avoid by cultivating the kind of culture that attracts the best talent to your team.

We covered:

-How to personal growth ties to your company’s growth

-How culture can overcome any labor shortage

-Why you should never stop recruiting

If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.

Episode 7. Family Matters: How to Nail Culture in a Family Business w/ Darius Lyvers Jun 02, 2020

If Thanksgiving has taught us anything, it’s that family can be tough.

So, it’s amazing how many family-run businesses succeed and grow.

But that growth means new, non-familial employees. How do you adopt them into the family

On our show today, Darius Lyvers, COO of F.H. Furr Plumbing Heating and Air Conditioning, shares some do’s and don’ts for growing a family business.

Darius has had some bad experiences as an outsider in a family company, but he’s also had great success. In fact, he’s been at the same family-owned business for over 20 years.

What we talked about:

-The pitfalls of growing a family business (and how to overcome them)

-How passion, work ethic and empathy combine to create sales success

-How to systematize these qualities when building your team

If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.

Episode 6. Why Heading Out into the Field Still Matters in the Information Age w/ Eric Falconer May 26, 2020

We live in a golden age of data that’s transformed operations in the trades. It’s never been easier to use software to track and analyze information on every facet of your business.

So, it’s sometimes tempting to think you can see the whole picture without ever looking up from your computer screen.

But even with all the help these tools provide, sometimes getting hands-on out in the field is the quickest path to spotting a problem and solving it.

That’s one of the lessons today’s Toolbox for the Trades guest, Eric Falconer, has learned during his time as operations manager (and slogan-coiner) at Dutton Plumbing.

Eric also talked about:

-How to improve communication between the office and the field

-How to better empathize with your customers

-Why a dispatcher’s behavior matters as much as a technician’s

-His mom’s reaction when he dropped out of college to pursue a career in plumbing

If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.

Episode 5. Why Leadership Means Living Your Values w/ Chris Hunter May 19, 2020

What are your values?

It’s a question every leader needs to answer.

It’s both the how and the why to success. And leadership in the trades is no different.

Our guest today, Chris Hunter, proves that.

Chris is the Co-owner of Go Time Success Group, Founder of Hunter Super Techs and Director of Customer Relations at ServiceTitan.

He collected this impressive collection of titles by living out his values every day.

In this episode, he goes over:

-How to incorporate your values into those of your business

-Why leaders in the trades shouldn’t be afraid to reach out for help

-The strategies you need for success in the trades.

If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.

Episode 4. Aaron Gaynor: Business Isn’t a Sprint, It’s a Marathon May 12, 2020

We hear so many success stories in the trades that often follow a similar path:

Start as an apprentice fresh out of high school, work hard to move through the ranks and, eventually, start and grow a company.

And while you should never underestimate the power of hard work, it isn’t the whole story.

Success is about what you choose to invest in.

Just ask Aaron Gaynor, owner of The EcoPlumbers. He’s built two plumbing enterprises from the ground up.

And he did it by making the right investments. Not monetary investments, but investments in people.

What went over:

-What it takes to start again after closing a business

-How personal growth drives business growth

-The importance of word-of-mouth support from your customers (and how to ask them for it)

If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.

Episode 3. What Contractors Should Know About Marketing to Women w/ Susan Frew May 05, 2020

Have you ever wondered how you can better market to women?

What do you think women look for in a contractor?

Now, this may seem crazy, but we have a suggestion: Ask them.

And our guest today, Susan Frew, public speaker and President of Sunshine Plumbing, Heating & Air, did exactly that.

In this episode, we talk about what she learned and so much more.

Susan goes over:

Why bigger isn’t always better when it comes to revenue or fleet-size
The challenges and benefits of operating a woman-owned business in a male-dominated industry
Why more women should take advantage of the exciting job opportunities the trades offer

If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.

Toolbox Extra: From Prison to Bankruptcy to Prosperity w/ Mario Campirano Apr 28, 2020

Mario spent time in prison.

But when he tells his story, he glosses right over that fact.

What turned Mario’s life around wasn’t prison.
It was the 2008 recession.

It all started with a letter from bankruptcy court.

He was being written off for nearly $300,000 of what he was owed.

Imagine pacing the floor of your bedroom in a house that you just built, figuring out how to tell your wife that you may have to file for bankruptcy.

So what did Mario do?

“I decided to fight,” he says.

On this episode of Toolbox for the Trades, Mario Campirano takes us on a journey, and talks with us all about:

How staring down bankruptcy caused him to make a dramatic shift in his mindset
How he and his team are coping with the current crisis
How he’s inspiring his technicians during an unprecedented time

If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.

Episode 2. Tommy’s Toolbox: How to Turn $50k in Debt into $30M a Year w/ Tommy Mello Apr 21, 2020

Are you a vital part of your business?

If you leave on a two-week vacation and don’t check-in, will it fall apart?

Many business owners will proudly say “yes” to both questions — but, if you’re one of them, you’re probably doing it wrong.

That advice is straight from our guest today, Tommy Mello, who is a bit of a renaissance man when it comes to the trades. He is the owner of A1 Garage Door Services, host of the Home Service Expert podcast and author of Home Service Millionaire.

What we talked about:

Why you should organize your business like you’re planning to sell it (even if you aren’t
Why revenue is for vanity, profit is for sanity
How helping your employees win as individuals help your company win as a team

If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.

Episode 1. How to Grow a One-Truck Shop into $50 Million Plumbing Enterprise w/ John Akhoian Apr 21, 2020

As anyone in the trades can tell you, hard work pays off.

We’re always blown away here by the success stories we see in the trades every day.

And that work ethic follows from the first day crawling through the mud to overseeing a $50 million empire.

At least, it did for our guest today, John Akhoian, CEO at Rooter Hero Plumbing.

John has carried his work ethic through every stephe has taken in the industry — from his first job shadowing a family friend to expanding his business into an interstate empire.

He came on to share the secrets to his success, including

Why being master of one (or two) things is better than being a jack of all trades
The best marketing strategies to leverage as your business grows
The secrets to a successful acquisition (on either side of the deal)

If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.

Episode 0. Treat Everyone the Same: Life Advice from a CEO w/ Ken Goodrich Apr 21, 2020

You’ve heard that saying, “Treat the janitor the same way you would treat the CEO.”

It’s one of the keys to great leadership, and it’s easy to say, but much harder to do, particularly if you’re already the CEO.

Which is why our conversation with Ken Goodrich was such an inspiring one.

Ken is the CEO of Goettl, one of the oldest HVAC companies in the US, and was a guest on the Toolbox for the Trades podcast. He talked all about:

How helping his dad fix HVAC units led to him falling in love with the industry
How his leadership style has evolved over the last 20 years
Why he considers his innate ability to find talent one of his greatest assets
And so much more

If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.

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When his father became very ill, Pete Bradham suddenly had to step in and take the reins of their family business.

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